For those of you who were not able to tune into last week’s webinar with Michael Hanson, Founder of GrowthGenie and enMotion, don’t dismay! We’ve got you covered. Here at Bloobirds, we’ve brought together the most relevant prospecting insights from the live Q&A so you can begin structuring the perfect outbound sales cadence today.
If you’re looking to deliver more value to your prospect, then keep on reading below. You’ll walk away with great tips to implement proactive changes within your company and sales development team.
If you are not familiar with Michael Hanson, let us just give you a quick rundown on his prior professional experience. Before founding his current companies Growth Genie and enMotion, Hanson worked at CloudTask as VP of Growth. Part of his strategy entailed posting frequently on LinkedIn to build up a big following on the professional social media platform. Not much time had passed though until he realized that he had discovered gold.
The number of requests flooding his LinkedIn inbox for more prospecting insights was overwhelming. If he could continue to offer value by giving tips about how to book a meeting or how to use LinkedIn for lead research, he had the possibility to monetize his passion for sales. And that he did.
If your passion can translate into delivering value to the customer or client, it can become your source for financial success.
When marketing and sales departments are aligned within a company, you can be sure that your company is fully addressing prospects’ needs and pain points. As Michael explained in the webinar, his former employer held brief meetings on a daily basis between the two departments to maintain a constant flow of communication.
For example, if marketing was going to implement a campaign, sales would know immediately. This ensures that no SDR gets caught off guard when a prospect made reference to an aspect from that campaign.
Similarly, sales fed the marketing department any common themes gathered from prospect calls. Given that sales development representatives are on the front line, they can help a company’s marketeers create relevant content accordingly.
We’re proud to say that both Michael and Bloobirds are in agreement when we talk about onboarding expectations. Every company will vary with onboarding time. However, if you want to be efficient and get your SDRs in action, two to three weeks are sufficient to learn the sales prospecting process.
During those two weeks of SDR onboarding, companies should shift their focus from the product/service to the customer.
This structure helps avoid the common mistake of flooding your SDRs’ onboarding experience with information that does not help them achieve their goal.
What’s the main aim again? To book that meeting between the prospect and your company’s experts.
An SDR is selling a meeting or curiosity about your product, not the product itself. That’s the sales teams’ job.
And if your SDRs are not perfect during the ramp-up period, that’s all right. Constant coaching and fostering a “learn-as-you-go” environment will empower your sales development reps and get them to optimal performance within the next two months.
Every company will have its own prospecting cadence. However, as Michael pointed out, there are some common areas that help foster the most successful cadences.
If you enjoyed these highlights, we encourage you to check out the webinar in its entirety. You’ll hear much more about how to take full advantage of your sales development team’s potential and generate more meetings.